ttract Buyers

your sales reps and manufacfuring resources to offer an on-going type of training. This will attract an audience as well as reinforce your image as a reliable, dependable source of help and supplies.

Plan your free give-away so that it is useful for both your customers and you. A yardstick or other simple home tool imprinted with your name, address, and telephone number will be a continuing reminder of your service and interest. Food sold at low cost, hot dog, drinks, ice cream, with a free balloon for the kiddies will sive families an opportunity for a low cost treat. The goodivitt is continuing.

Story at a Glance

. A sweepstakes type drawing with customers coming in to see the prizes and register serves a dual purpose. A coupon printed as part of your advertisement can be deposited at the store to do a double job. You not only bring^ traffic into the store, you accumulate a mailing list for future promotions. The contest entry can b6 turned into a sales survey by asking a few pertinent questions. If suitable for your operation, these survey Cards can be followed up with telephone, direct mail, or personal calls.

A plus is the news generated by these special events. You often can gain free space in your local newspapers with stories reporting your activities, especially if you have involved community groups. Trade magazines also are often interested in covering your promotions. This enhances your image in the inilu3try and converts into clout in seliins.

Remember the -principles something interesting, entertaining, educational, and free. Brain-storm your management and employees for creative ideas. You'll find it successful.

The Wretched Red Tag

Builders. dealers. wholesalers and manufacturers-the whole lumber chain rattles when an inspector slaps a red tag on a building project because he questions the wood products being used.

Luckily, these work stoppages usually can be solved by a call to one of Western Wood Products Association's Field Services representatives, whose background, expertise with the product, and professional relationships with building officials bring fast action and a quick restart of construction.

For example, an lrvine, Ca., city inspector recently called a halt to a 50-house project which was about one-third framed, because of ECON gradestamps on studs that also were officially gradestamped "finger-jointed STUD."

The books says the lowest grademark showing sets the grade, and the nonapplicable stamps must be obliterated. Reframing or doubling up posed a time-consuming and costly situation.

WWPA field rep Frank Stewart heard about the problem while working with another city building department in Southern California and at the same time the Lumber TIMBER.

Association of Southern California was notifying WWPA headquarters in Portland, Or.

Stewart met with Irvine officials. walked the site and pointed out that the finger-jointed stamps had been applied after the studs had been manufactured from other cut up gradestamped stock, and the mistake was in not obliterating the earlier marks.

The officials accepted WWPA's explanation and the red tag was lifted. Other WWPA representatives stationed throughout the country constantly report similar instances where their troubleshooting work pays off.

But Stewarts's story doesn't stop there. As an outgrowth of the Irvine incident, he presented the first in a series of lumber training sessions to the building inspection department, during which he cleared up misconceptions on lumber characteristics and end-joined lumber, and the second on design considerations and WWPA's Span Computer and other Iiterature.

WWPA field services department manager Victor Riolo points out that his staff is stationed nationwide to assist manufacturers, distributors and users of western softwood lumber products.

Whenever a problem arises, or for education to prevent problems, Riolo asks interested persons to contact him for an introduction to the nearest WWPA field representative: call (503) 224-3930.

Thqt's How lt Goes!

"lt's a business stimulating, idea I got from the auto industry. I gave him a $50 rebate."

The Merchonl Magozine

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